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BTA Southeast Spring 2012 District Event

BTA Southeast's spring district event, Winter Break 2012, will feature a keynote presentation by Marty Canning, president of Imaging Solutions and Services, Lexmark International Inc. There will also be five additional education sessions presented by industry leaders providing insight and strategies that can help any office technology dealership reach new heights, as well as a round-table discussion that will allow attendees to discuss "hot topics" in the industry.

Dealers will be able to participate in networking events that will allow them to connect with their peers. In addition, there will be time to visit with more than 25 exhibiting sponsors, many of which will hold drawings for great prizes during the event. Dealer attendees can also enter on-site for a chance to win a $500 American Express gift card from BTA Southeast. To wrap up the event, attendees will travel to Epcot to spend an afternoon and evening at the park.

Winter Break 2012 will begin at 9 a.m. with a keynote presentation given by Marty Canning, president of Imaging Solutions and Services at Lexmark International Inc.

Three education sessions will follow, with time for breaks to visit exhibitor tables. Lunch will be provided. Following the final education session of the day, attendees will have the opportunity to participate in a round-table discussion that will focus on the industry's "hot topics."

A welcoming reception will follow the round-table discussion from 5 until 7 p.m., giving attendees time to network with peers and visit with exhibiting sponsors.

Saturday, Feb. 11

The final two education sessions begin on Saturday at 8:30 a.m., and will include breaks with time to visit exhibiting sponsor tables. Lunch will be held from noon until 1:30 p.m.

At 1:30 p.m., attendees will leave for the Epcot theme park to spend the afternoon and evening.

This keynote presentation will focus on how dealers can be more profitable. Profitability stems from true differentiation. Recognizing the differences between centralized, decentralized and distributed output strategies allows dealers to position themselves for a sustainable selling model. Additionally, the power of workflow solutions and managed services (print, network and document life cycle) will continue to play a critical role in defining a long-term relationship between dealer and customer. Output strategies form the road map for dealership growth and customer satisfaction.

Canning is an executive vice president of Lexmark International Inc. and president of Imaging Solutions and Services (ISS). He is responsible for meeting the needs of Lexmark's worldwide customers for products, supplies, software, solutions and services. He was named president of the newly formed ISS organization in November 2010 after serving as president of the former Printing Solutions and Services Division since July 2007. He joined Lexmark in February 1999 as vice president and general manager of Lexmark services. He has also served as vice president and general manager of worldwide marketing, and vice president and general manager of North America during his tenure at Lexmark. Canning joined Lexmark from Danka Business Systems where he held the role of senior vice president of sales and marketing. He was previously with Kodak’s Office Imaging Division.

This session will focus on recruiting, screening, interviewing and selecting sales reps for managed services (MS) and managed print services (MPS). Your employees are the building blocks of a profitable MS/MPS program, and this session will introduce processes that managers can use to recruit and select the best-quality and most-qualified people. Sissen will also cover how to avoid costly selection errors and turnover, as well as show you how to use behavioral evaluations in selecting MS/MPS reps.

Sissen has more than 30 years experience in the office technology industry, including 10 years with a major manufacturer and 18 years as the owner of a copier and facsimile dealership. For the past 12 years, he has served as a management consultant for the office equipment industry."Service Challenges Every Dealer Faces" Ken Staubitz, service consultant, Strategy Development

Many dealers share the same service challenges regardless of size, geography and alleged service profitability figures. This session will review the common challenges service organizations face today and provide insight to address areas of opportunity in order to provide excellent customer service and increased service profitability.

Staubitz is a service consultant with Strategy Development with 14-plus years experience in all levels of service operations and MPS service structure. Formerly with Cincinnati, Ohio-based Modern Office Methods (MOM) in various service and operational roles, Staubitz was MOM's director of client services where he oversaw all service operations and managed a staff of 60-plus field service personnel. He served on the Lanier Dealer Advisory Council and was an e-automate Service Committee member."Aftermarkets: The Untapped Resource"Melissa D. Whitaker, founder, Melissa Whitaker International

With an evolving industry that includes MPS and more all-inclusive programs, aftermarket departments are constantly challenged with finding new ways to increase revenue and ensure profitability. In this session, Whitaker will discuss key solutions to this challenge and will give attendees a step-by-step process that other dealers have successfully capitalized on. Turn your "order-taking" department into a "sales machine," and tap into this $85.3 billion market.

Whitaker is a sales and management expert, business consultant and best-selling author who helps executives and their teams achieve alignment and drive profitable sales. After 15 years of proven sales and management results with leading organizations — Impact Networking, Toshiba America Business Solutions and Chicago Office Technology Group (COTG/GISX/XEROX) — she founded Melissa Whitaker International (MWI). Prior to founding MWI, Whitaker was the director of professional development and managed print services for a $40 million technology company. Prior to that, as a global relationship manager and business analyst for a $54.3 billion international organization, she helped 55 companies gain market share within their respective industries by focusing on identifying and developing business opportunities with enterprise-wide cost-reduction strategies."The Rise of Social Media in Business"Martin Perry, managing partner, in2communications Inc.

In this session, Perry will discuss how and why traditional marketing and communication approaches are quickly giving way to "social business." Social media has democratized influence, forever changing the way businesses communicate with customers and the way customers make buying decisions. Buyers today are armed with unprecedented access to information that is influencing their buying decisions well before they engage with a vendor. This shift in the buy/sell equation is changing how sellers must influence buying decisions in the future. In this session, you will gain practical insights on why companies must respond to this quickly evolving phenomenon.

Perry has been a global hedge fund manager, venture capitalist and enterprise software executive with SAP and Salesforce.com. He is an entrepreneur and strong advocate for innovative and transformative technologies that enable business efficiency and growth, communication, collaboration and sales and marketing alignment. He is currently the managing partner for in2communications Inc., a full-service marketing and communications agency. In2communications' services include website design/redesign, SEO, video production, inbound marketing services, social media and marketing strategy. The company helps businesses integrate new "social business" methodologies into their sales and marketing strategies using technology, inbound marketing methodologies, SEO and social media to generate leads, build their digital brands, engage with their customers and prospects, and grow their businesses. "What's on the Horizon for BTA Dealers in 2012:It Isn't Just MFPs & Printers Anymore"Keith Kmetz, vice president of hardcopy solutions and services programs, IDC

While many have anticipated the demise of the hardcopy market, the role of MFPs and printers still holds a significant future. However, the opportunity has gone through and continues to undergo a substantial transformation lead by document-related IT and print services. IDC, a leading market research and consulting leader for the document industry, examines how the latest market developments are impacting the opportunity for BTA dealers. The presentation will highlight IDC's 2012 predictions for the print and document industry and conclude with actionable advice for BTA dealers to consider in order to maximize future business potential.

Kmetz is the vice president of IDC's hardcopy solutions and services programs. He is responsible for all written research in these areas, including analysis on the copier, printer and MFP markets as well as related hardcopy software and services developments. Kmetz has been conducting research and consulting in these markets with IDC since 1995. He joined IDC with more than 10 years of IT marketing and market research experience. Previously, he has served in various product and marketing positions within the hardcopy vendor and channel communities. Since joining IDC, Kmetz has successfully launched the company's U.S. hardcopy research services and helped develop IDC's global hardcopy research efforts.

In this round-table discussion, focused on "hot topics" in the industry, attendees will be able to ask questions of and receive answers from the BTA Southeast leadership team and their peers. Attendees will also be able to share ideas with the group and receive feedback.

Currently, the Rosen Plaza Hotel is sold out for the event dates.However, $129 rooms are being made available at the Rosen Shingle Creek, 9939 Universal Blvd., Orlando, Fla. 32819.Click here for the hotel website. BTA Southeast will provide shuttle service from that hotel. To make your Rosen Shingle Creek reservations, call (407) 996-6338 or (866) 996-6338 and tell them you are reserving a room in the BTA block.

Developed by Strategy Development consultants, this two-day workshop will teach service leaders how to assess their departments' strengths and weaknesses, develop specific, actionable plans to address areas of opportunity, execute action items to drive sustained profitability and quality customer service, and successfully deliver profitable service in the MPS world. Attendees will delve into how to set prices, how employees are deployed, parts usage and logistics, employee performance and development, and much more. Participants will leave with a road map on how to achieve 52 percent or more in service gross profits and 60-percent-plus margins in MPS.